RP ELECTRONIC TRAINING

Donors

Donors & Potential Donors

LYBUNTs SYBUNTs New Members & Non-Donors Non-HVAC Industry Companies

LYBUNTs

Last Year But Unfortunately Not This

Donors who gave during the previous year’s campaign but for some reason, have not given again

Low Hanging Fruit

LYBUNTS

Gave Last Year Know ASHRAE Support Research

How to appeal to LYBUNTs

See how & when they donated before Dues? Special Event? Chapter Meeting donation? Trane or JCI Employee?

THANK them for their previous support of ASHRAE

And most importantly ….

ASK if you can once again count on their support of ASHRAE Research

The power of LYBUNTs

Most are small, less then $500 dollar donors

Total # of 2009-10 LYBUNTs for this year’s campaign:

2,100+ 1,860 are $250 or less 1,280 are $100 or less

Total $ from LYBUNTs: $400,000+

What do these numbers tell us?

SYBUNTs

Some Years But Unfortunately Not This

Donors who have given in the past but, for some reason, haven’t given again for several years

Middle Fruit

Have given before

Know of ASHRAE

Supported ASHRAE Research

How to appeal to SYBUNTs

See when and WHY they donated last Special Event?

Make personal contact Chapter Meeting, Personalized letter, Phone Call

or Face to Face Contact Thank them for their previous support of

ASHRAE Reintroduce them to ASHRAE Research

A project in your area In their field of work or interest

And most importantly …

ASK if you can once again count on their support of ASHRAE Research

Ask for a specific amount of money Use the 10 yr history for their past amount OR Ask for an “Honor Roll” level gift

$100 for individuals, $150 for companies

New Members & Non-donors

New members – ASHRAE Members for less then 5 years & a

non-donor

Non-donors ASHRAE Members who have not donated in 5+

Years

New Members & Non Donors – the High Fruit

Less involved

Don’t know about RP

Have never been asked!

The key to getting this high fruit

PERSONAL CONTACT AND RELATIONSHIP BUILDING

Who knows them already?

The ‘ask’ will be better received & more successful after a relationship has been

established

And most importantly …

Personally call and ASK for their support of ASHRAE Research Ask for a specific amount of money

Use the giving history of competing companies or name donors at their company

Don’t give the specific amount of individuals – just a range Ask for an “Honor Roll” level gift

$100 for individuals, $150 for companies

Non-HVAC Companies

Companies that use and depend on ASHRAE standards and equipment and have NO idea what ASHRAE is or how it effects them

Architects, Restaurants, Grocery stores, Hospitals

WHO do your companies do business with?

Other Types of Donors & Donations

2,000+ Companies who show at the AHR Expo Special recognition $1,000+ potential donors Solicitation letter going out in October & Pre-Solicitation went out

in July

Give local incentives to these major donors! Golf sponsorship? Meals at meetings?

What is a $1,000+ donor worth to your Chapter?

AHR Expo Donors

Trane

Johnson Controls

Chapman Company

??? Suggestions ???

Matching Gift Program

How it works …

List of names are sent to chapters, including special notes of who was matched last year

Mailing goes out in the spring but includes gifts received the entire campaign

Final lists are submitted to the companies in mid-May, money is received in Headquarters by June 30th

Make sure that IF they were matched last year, they give again this year! Send a personalized email (a letter is better!) to

them, thanking, explaining and linking to Online Contribution Form

Make sure ALL the money is submitted by the Deadline – not postmarked, not pledged but …

Your Responsibility

at Headquarters

Questions?